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C-MI Labs lands DES distribution deal

by Stuart Wilson, Tuesday 9 September 2008

Data Encryption Systems (DES) has struck a distribution deal with C-MI Labs. Under the terms of the deal C-MI, which bills itself as a specialist online distributor of security technology, will sell DES’s encryption tool, DESlock+, to its UK reseller base.

David Tomlinson, managing director at DES, said: “C-MI is the perfect partner for DES as the company is security focused and has a number of other products in its portfolio which compliment our offering. These include: Kaspersky, Applicure firewalls, Breach Security Inc, eSoft, Intelligent Censor, Zyxel, and many more.”

“Therefore resellers can take on a whole range of products, making it much more compelling. Additionally, as DESlock+ is the only encryption tool that C-MI is promoting we will benefit from the additional attention and will not have to compete internally for C-MI’s attention,” he added.

The deal with C-MI is a significant move for DES as the vendor attempts to shift from a direct sales model to become more channel focused and is a key step towards expanding the company’s channel presence in the UK.

Tony Ross-Booker, DES’s new business development manager, added: “C-MI Labs has some very experienced resellers, with the specialist technical knowhow to enable them to understand our offering and intelligently promote DESlock+. Many resellers have a preferred purchase route and existing channels that they work through. This deal will allow us to leverage these relationships to increase sales of DESlock+ and promote it in markets we would not have been able to reach otherwise.”

Neil Patmore, channel director for C-MI Labs, said: “The demand for encryption products, such as DESlock+, has increased dramatically over the past year, and this is a trend that we predict will continue over the years to come. Data protection is a hot topic, with cases such as HMRC, and most recently the missing memory stick containing prisoner details and the computer sold on eBay, all working to highlight the need for better data security.”

“Add to this the possibility of legislation demanding that sensitive information is encrypted and companies will have to start to take heed of their obligations to keep client information secure. Therefore the ability to supply encryption is therefore a valuable string to our bow,” he added.

“We were particularly attracted to DES’s proposition as it takes a much more intelligent approach to data security through its method of granular encryption. By allowing users to encrypt the data, rather then the whole desktop (as many other products that focus on full disc encryption do) it gives customers greater control over their security and the ability to securely share and move data. This is an attractive offering for our resellers and provides them with a strong pitch when they are speaking to their customers. We can see this being a very mutually beneficial partnership,” Patmore concluded.

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